Senior Manager of Revenue Operations, Berkshire Grey
$127-180k
More information about location
Office located in Bedford, MA
Autonomous fulfilment robots
Be an early applicant
Autonomous fulfilment robots
201-500 employees
Be an early applicant
$127-180k
More information about location
Office located in Bedford, MA
201-500 employees
Company mission
To help businesses succeed with AI-enabled robotics that transforms the way they thrive, compete and win.
Role
Who you are
- 5–10 years of experience in Revenue Operations, Sales Operations, or Business Systems roles, ideally within a B2B technology or SaaS environment
- Strong hands-on Salesforce experience (Admin or Advanced Admin certification preferred)
- Proven success managing third-party consultants and system integrations
- Familiarity with CPQ, Conga, and GTM tools such as Marketo, Salesloft, ZoomInfo
- Strong analytical mindset with experience creating dashboards and performance reports
- Demonstrated ability to translate complex business needs into scalable technical solutions
- Effective cross-functional collaborator and change leader
What the job involves
- We are seeking an experienced Senior Manager, Revenue Operations to lead the strategy, governance, and enablement of our go-to-market (GTM) operations. This role is pivotal in ensuring that Berkshire Grey’s revenue engine runs efficiently — connecting systems, processes, and people across Sales, Marketing, Customer Success, and Finance
- The ideal candidate brings a mix of strategic operational leadership and hands-on systems expertise, particularly within Salesforce and the broader GTM tech stack. This person will serve as the bridge between business stakeholders and technical vendors — driving clarity, accountability, and continuous improvement across all revenue operations functions
- Systems Ownership & Administration
- Own the overall GTM systems ecosystem, including Salesforce Sales & Service cloud, Conga, Marketo & NetSuite integrations, and related tools
- Perform moderate, hands-on Salesforce administrative work such as building and maintaining flows, page layouts, validation rules, and dashboards
- Partner with consultants and vendors for complex development or integrations, ensuring requirements are well-defined and delivered to standard
- Maintain system governance, data quality, and documentation for all configuration changes
- Monitor system health, manage user access for internal & external users, and oversee release and deployment cycles
- Commercial Document Management
- Oversee governance and standardization of commercial templates, including SOWs, quotes, and proposal documents
- Manage templates, clause libraries, version control, and testing prior to release within the CLM tool
- Collaborate with required teams to ensure commercial documents align with current pricing, terms, and brand standards
- Support Sales and Deal Desk teams with document workflows, approvals, and compliance
- Enablement, Documentation & Internal Wiki
- Build and maintain an internal GTM Wiki that centralizes process documentation, policies, FAQs, and training materials
- Develop and deliver training sessions and self-service guides for GTM teams on systems, processes, and tools
- Maintain clear release notes and communication for relevant system and process updates
- End-User Support & Process Governance
- Manage the RevOps request intake and triage process via Jira (or equivalent), ensuring timely prioritization and resolution
- Act as first-line business support for Salesforce and GTM tool issues; troubleshoot, resolve, or escalate as needed
- Establish and enforce governance standards for UAT, change management, and communication of releases
- Monitor adoption and identify areas where additional training or automation is needed
- Vendor & Consultant Management
- Serve as the primary point of contact for Salesforce and GTM technology vendors and consulting partners
- Manage project priorities, scope, and deliverables to ensure alignment with business needs
- Oversee license usage, renewals, and vendor performance metrics
- Coordinate escalation paths for system issues and ensure vendor SLAs are met
- Reporting, Analytics & Forecasting
- Partner with GTM and Finance leaders to maintain and enhance dashboards for pipeline management, account relations, and customer support
- Support ad-hoc reporting request from business leaders
- Ensure reporting consistency and reconciliation between Salesforce, NetSuite, and BI tools
- Deliver actionable insights and performance metrics to support strategic decision-making
Our take
The boom in eCommerce over recent years has created a need for increased productivity in fulfilment, with businesses needing to scale up to remain competitive. Berkshire Grey develops and supplies AI-powered robots for warehouses and fulfilment centres, delivering intelligent, mobile robots for supply chain process automation to increase throughput, lower delivery times, and reduce costs.
Setting up robotics systems can be very costly for companies, which is why Berkshire Grey offers a Robots as a Service (RaaS) model. This enables businesses to automate their processes without a large upfront investment. By using its robots, Berkshire Grey claims, businesses can reduce picking costs by 70-80% and increase throughput by 25-35%—impressive numbers that certainly make it a strong choice for interested parties.
Despite competition from Amazon Robotics and Fetch Robotics, Berkshire Grey has carved out a niche in the growing robotics market. In 2023, the company merged with SoftBank in a $375 million go-private transaction. This merger aims to strengthen Berkshire Grey's capabilities, streamline operations, and maintain a competitive edge. The merger with SoftBank will enable the company to better serve its customers with its disruptive AI robotics technology, driving efficiency in their operations.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
5% employee growth in 12 months
Company
Funding (2 rounds)
Jan 2020
$263m
SERIES B
Apr 2016
$13.5m
SERIES A
Total funding: $276.5m
Company benefits
- Healthcare - Full medical, dental and vision. Life insurance, gym stipends and wellness programs
- Vacation - We value hard work and we like to have fun. Take time when you need it
- Recognition - Peer shout outs, achievement celebrations and leadership awards let you know you’ve made a difference
- Retirement - Stock options and generous 401(k) matching
- Nutrients - Lunch is delivered daily, a plethora of snacks, gourmet coffee, Soylent, and top-shelf beverages
Company HQ
Bedford, MA
Leadership
Tom Wagner
(CEO)Tom Wagner is the founder of multiple pilot activities and serves as an advisor to small companies and universities. Prior to Berkshire Grey, Wagner had the privilege of serving as the Chief Technology Officer of iRobot. Prior to joining iRobot, Wagner served as a program manager at the Defense Advanced Research Projects Agency (DARPA), the research and development agency of the US Department of Defense.
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